1. © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. 1 Coaches Training Getting Prospects From The Window To The Door To The Mat! January 2013

2. © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Goals Learn The Basic Steps of a “Lookie Lou” –What a “Lookie Lou” is –How to handle them – the Lookie Lou Script! –How it can get you more new members –How to handle objections

3. © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Introduction What’s a “Lookie Lou?” –Gets its name from the prospect who is standing outside a store looking in. Why do we care? –We need a process to get the semi-interested person in the door and to an appointment! And… –The same process applies not just to the outside onlooker but to many situations. It matters whether you have a small club or a huge school – this will help you handle a variety of objections!

4. © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Lookie Lou Script 4 © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Italics: What you say Bold: What you do! Italics: What you say Bold: What you do! Use the following script when you see a “Lookie Lou”: –Go Outside (or wherever they are) –“Hi” Bow –“My name is ____________ name - I am the ______________ title here. Have you ever taken martial arts before?” Yes: “Where? How long? Did you earn a belt rank? Congratulations!” No: “Have you ever thought about it?” Yes, but: See “Yes BUT!” section –Yes or No: “Come on in and let me get you some information” –Turn around, go to the door, open it, go halfway inside and hold it for them expectantly. Start your regular intro process…

5. © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Lookie Lou Script – Key Points! Key 1: Bow! –Go Outside (or wherever they are) –“Hi” Bow –“My name is ____________ name - I am the ______________ title here. Have you ever taken martial arts before?” Yes: “Where? How long? Did you earn a belt rank? Congratulations!” No: “Have you ever thought about it?” Yes, but: See next section –Yes or No: “Come on in and let me get you some information” –Turn around, go to the door, open it, go halfway inside and hold it for them expectantly. Start your regular intro process… 5 © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. The bow will show the prospect that this is a completely different thing than anything they are used to. Make it a good one!! The bow will show the prospect that this is a completely different thing than anything they are used to. Make it a good one!!

6. © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Lookie Lou Script – Key Points! Key 2: First Question… –Go Outside (or wherever they are) –“Hi” Bow –“My name is ____________ name - I am the ______________ title here. Have you ever taken martial arts before?” Yes: “Where? How long? Did you earn a belt rank? Congratulations!” No: “Have you ever thought about it?” Yes, but: See next section –Yes or No: “Come on in and let me get you some information” –Turn around, go to the door, open it, go halfway inside and hold it for them expectantly. Start your regular intro process… 6 © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. The first question isn’t “do you want to come in” or “do you want some information” – these lead the prospect to a “yes” or “no” position (mostly no). The question is designed to start a conversation. The first question isn’t “do you want to come in” or “do you want some information” – these lead the prospect to a “yes” or “no” position (mostly no). The question is designed to start a conversation.

7. © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Lookie Lou Script – Key Points! Key 3: Go to the door… –Go Outside (or wherever they are) –“Hi” Bow –“My name is ____________ name - I am the ______________ title here. Have you ever taken martial arts before?” Yes: “Where? How long? Did you earn a belt rank? Congratulations!” No: “Have you ever thought about it?” Yes, but: See next section –Yes or No: “Come on in and let me get you some information” –Turn around, go to the door, open it, go halfway inside and hold it for them expectantly. Start your regular intro process… 7 © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Assume they will follow you! After you tell them you’ll give them info, just act as if they are going to follow you! This is for a YES or a NO!! No just meant they hadn’t thought about it yet! Assume they will follow you! After you tell them you’ll give them info, just act as if they are going to follow you! This is for a YES or a NO!! No just meant they hadn’t thought about it yet!

8. © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Lookie Lou Script – Key Points! Key 4: Start Intro Process… –Go Outside (or wherever they are) –“Hi” Bow –“My name is ____________ name - I am the ______________ title here. Have you ever taken martial arts before?” Yes: “Where? How long? Did you earn a belt rank? Congratulations!” No: “Have you ever thought about it?” Yes, but: See next section –Yes or No: “Come on in and let me get you some information” –Turn around, go to the door, open it, go halfway inside and hold it for them expectantly. Start your regular intro process… 8 © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Have a regular walk in introductory process and just start it now! Note that your intro process should include what to do if they don’t have time at that moment. Set an appointment or do a shorter lesson

9. © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted. Lookie Lou Script - Yes, BUT! Many times you’ll get someone giving you a reason why they can’t do it: –Yes, BUT I don’t have the time… –Yes, BUT I don’t have the money… –Yes, BUT I am not in shape… –Yes, BUT I am too old… –Yes, BUT my name is Bruce Lee and I could kill you with this finger… –Yes, BUT I have an injury… –Yes, BUT I __________________… NONE of these things is a NO! You just need to practice what to do to help them see they can still do it! 9 © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted.

10. Lookie Lou Script - Yes, BUT! If a prospect says “Yes, but…..” you respond with the following and immediately return to the “Come on in and let me get you some information” part of the script: –“That’s OK…” statement of why it’s OK to have that objection –“That’s why a lot of students started training here.” –“Besides _______________ positive effect ” Example 1: –Prospect: “Yes, but I don’t have time.” –You: “That’s OK, you don’t have to have a lot of time to do martial arts” “That’s why a lot of students started training here.” “Besides we have a very flexible schedule.” –Important! Immediately return to the “Come on in…” 10 © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted.

11. Lookie Lou Script - Yes BUT! Example 2: –Prospect: “Yes, but it’s too expensive.” –You: “That’s OK you don’t have to have a lot of money to do martial arts.” “That’s why a lot of students started training here.” “Besides we have programs to fit any budget.” –Important! Immediately return to the “Come on in…” Example 3: –Prospect: “Yes, but I have a bad back.” –You: “That’s OK you don’t have to have a strong back to do martial arts.” “That’s why a lot of students started training here.” “Besides martial arts will help strengthen your back.” –Important! Immediately return to the “Come on in…” 11 © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted.

12. Lookie Lou Script - Yes BUT! Example 4: –Prospect: “Yes, but I only have one arm.” –You: “That’s OK you don’t have to have two arms to do martial arts.” “That’s why a lot of students started training here.” “Besides martial arts will make you have great coordination with your other arm.” –Important! Immediately return to the “Come on in…” Example 5: –Prospect: “Yes, but I am too out of shape.” –You: “That’s OK you don’t have to start out in great shape to do martial arts.” “That’s why a lot of students started training here.” “Besides martial arts will get you incredibly healthy.” –Important! Immediately return to the “Come on in…” 12 © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted.

13. Lookie Lou Script - Yes, BUT! Extra Credit – come up with responses for: –Prospect: “Yes, but I have asthma.” –Prospect: “Yes, but I live pretty far away.” –Prospect: “Yes, but I have too many kids.” –Prospect: “Yes, but I don’t have any money.” –… and make up some other ones! Double Extra Credit: Submit your most interesting response on ATASuccessKit.com! 13 © All materials are copyrighted by The American Taekwondo Association. No unauthorized use is permitted.

14. Summary You should know: –What a “Lookie Lou” is –What you do when you see one –How to handle “Yes, But” objections Practice with your staff! Make sure you have a great introductory lesson or process once a prospect gets in the door Good Luck and Get Members!